Hospitality Sales and Marketing


Book Description

General managers involvement with sales -- Developing leads and prospects for hospitality sales -- The working of a hotel property sales operation -- Techniques for increasing sales -- Working with group markets -- The travel agent and the leisure travel market -- Sales planning and sales calls -- Hospitality sales training -- The negotiation process in sales -- Attributes of successful salespersons -- Helpful tips for hotel sales staff -- Action plans for marketing and sales -- Working on contracts for groups -- Everyone at a property is involved in sales -- A professional approach to hospitality sales along with networking -- Understanding the features of your product, especially F&B -- HR in connection with sales staff employment.







Masters of Sales


Book Description

Sold! The magic word. The holy grail. Why are some salespeople remarkably successful, while others make call after call with no results? How do some turn any no into a yes, while others can’t even get their foot in the door? For the first time, more than 70 of the most successful salespeople in the world have come together to reveal their secrets to success. You’ll learn what makes these outstanding sellers true masters of their craft—and how you can adapt the masters’ tactics for your own. Learn Martha Stewart’s secrets to promoting yourself as an expert. Discover the 11 key questions to ask from Harvey McKay. Get Anthony Parinello’s advice on selling to CEOs. Be trained in guerrilla tactics for direct selling from Jay Conrad Levinson. Find out Brian Tracy’s secrets on the psychology of selling. Bursting with valuable advice from Jack Canfield, Anthony Robbins, Keith Ferrazzi, Tom Hopkins, Al Lautenslager and more than 60 other masters of the art of selling, this exclusive compilation of the best sales strategies ever known puts you on the fast track to sales success.




Hospitality Sales in the Digital Age


Book Description

This new textbook has been designed for use in hospitality programs as well as for practitioners in the industry. The book includes case studies, critical thinking exercises, Q&A sections, recommended reading, recommended viewing (via YouTube or other resources), and assignments. In this first edition Howard Feiertag, one of the most recognized and honored sales professionals in HSMAI history, teams with career hotelier John Hogan and Kathleen Hogan, the co-founders of HospitalityEducators.com, to jointly create a new book on selling in the hotel industry. This book fills a void in the market for both academic hospitality programs and for industry training as there are relatively few offerings that specifically address the entire cycle of sales in hotels. This book addresses many how-to topics, from research to prospecting to negotiations to closing. It covers understanding different market segments, revenue management, profitable pricing, and the need to have customer-oriented sales professionals who succeed by serving the needs of the customer as well as the hotel. This book offers a balanced approach to understanding how to succeed in the methods and best practices of effective hotel sales. By "telling it like it is" with real-world examples and solutions, readers will gain confidence to be able to take hold of the entire selling process and what it takes to succeed.




Art Sales


Book Description




Heads in Beds


Book Description

In the tradition of Kitchen Confidential and Waiter Rant, a rollicking, eye-opening, fantastically indiscreet memoir of a life spent (and misspent) in the hotel industry. “Highly amusing."—New York Times Jacob Tomsky never intended to go into the hotel business. As a new college graduate, armed only with a philosophy degree and a singular lack of career direction, he became a valet parker for a large luxury hotel in New Orleans. Yet, rising fast through the ranks, he ended up working in “hospitality” for more than a decade, doing everything from supervising the housekeeping department to manning the front desk at an upscale Manhattan hotel. He’s checked you in, checked you out, separated your white panties from the white bed sheets, parked your car, tasted your room-service meals, cleaned your toilet, denied you a late checkout, given you a wake-up call, eaten M&Ms out of your minibar, laughed at your jokes, and taken your money. In Heads in Beds he pulls back the curtain to expose the crazy and compelling reality of a multi-billion-dollar industry we think we know. Heads in Beds is a funny, authentic, and irreverent chronicle of the highs and lows of hotel life, told by a keenly observant insider who’s seen it all. Prepare to be amused, shocked, and amazed as he spills the unwritten code of the bellhops, the antics that go on in the valet parking garage, the housekeeping department’s dirty little secrets—not to mention the shameless activities of the guests, who are rarely on their best behavior. Prepare to be moved, too, by his candor about what it’s like to toil in a highly demanding service industry at the luxury level, where people expect to get what they pay for (and often a whole lot more). Employees are poorly paid and frequently abused by coworkers and guests alike, and maintaining a semblance of sanity is a daily challenge. Along his journey Tomsky also reveals the secrets of the industry, offering easy ways to get what you need from your hotel without any hassle. This book (and a timely proffered twenty-dollar bill) will help you score late checkouts and upgrades, get free stuff galore, and make that pay-per-view charge magically disappear. Thanks to him you’ll know how to get the very best service from any business that makes its money from putting heads in beds. Or, at the very least, you will keep the bellmen from taking your luggage into the camera-free back office and bashing it against the wall repeatedly.




Motor West


Book Description




Hotel Sales Magic


Book Description

Sales are contingent upon the attitude of the salesman – Not the attitude of the booker! If you only have a hammer…everything looks like a nail!! This could be the situation of your sales team. Having only few techniques, limits their ability to sell and crack deals leaving you with empty rooms and less profit in your hotels. Successful GM’s and sales managers have been knowing for years, that the success is not based on riding the wave during good times, but by developing and maintaining excellent sales and marketing relations regardless of the market conditions. One of the greatest challenges facing hoteliers and hotel managers in terms of getting their well equipped productive sales team that Sells sells and sells! As we put the economic woos behind us, we must be aggressive in our outlook, focused in our endeavors and persistent in the market. A strong, experienced and active sales team alone can make the difference between empty rooms




Early Days of San Francisco


Book Description

The author arrived in California in the winter of 1843 and stayed there for forty years. Having read at various times the history of California, and especially that of the City of San Francisco, and knowing the same or portions of the same to be misrepresented, he conceived the idea of giving a true history of the city, as well as he could recollect it. The book, however, can hardly be called a history, but rather a book of reminiscences and incidents of early days.




Automobile Trade Journal


Book Description